How To Use Data To Improve B2B Sales

Last Updated: November 8, 2024 by Michael Kahn. Published: November 8, 2024.

As a business, every sale counts and when you’re able to work consistently with the same clients and customers, it makes business a little easier to manage.

Improving your B2B sales through the use of B2B data is something that a lot of businesses now utilize. There’s a lot of power behind data in general but knowing how your clients work and what they need from your business specifically, is helpful to know.

Here’s everything you can do as a business when using data to improve your B2B sales this year and in the future.

Personalization is key

When it comes to maximizing data, personalization is key. There’s a lot to be gained from personalizing the experience that you provide to those businesses you work with and for. 

Every business and every individual, in fact, has certain expectations when it comes to the money they have available to spend. If it doesn’t meet their expectations, they’re unlikely to spend any more money. In fact, they might ask for the money they initially spent, back.

Therefore, it’s important that you’re tailoring every B2B interaction and sales process with a tailored glove. Personalizing their journey and all the interactions you have from the start of the relationship to the end is essential. It’s essential because if you’re able to provide them with a memorable experience, they’ll be more prone to spend money again with the business.

Look at cross-selling, upsells, and upgrades

When it comes to your business selling products and services, there’s nothing better than improving sales, as it is to make use of cross-selling and upselling techniques. That’s where a better understanding of your clients, comes into play.

For example, when you’re looking to make use of cross-selling or upselling, you want to know what products or services that particular client is using. By understanding that information, you can then offer the relevant products or services that they might also be interested in using.

Every upsell, cross-sell, and upgrade you make when it comes to your business customers, the more money you’ll make. That means widening your profit margins and helping improve the ROI when it comes to the money you’re spending within B2B relationships.

Get the timing right with your clients

Getting the timing right is an important one when it comes to your clients. Not every client is going to be readily available to accept your sales pitch and others might have already been exhausted by your recent campaigns or sales tactics when it comes to product launches or service updates.

Therefore, timing is everything. It’s all about knowing which clients need what and when. From that, you’ll be able to better target the clients that are going to buy from your business at that specific time.

A lot of that requires time spent with your clients. Knowing the ins and outs of their business so that you can swoop in at the right time and offer your services and products.

Nurture leads through CRM

Nurturing leads is an activity that is crucial when you’re trying to deliver excellence to your customers. What many businesses tend to forget when it comes to B2B sales is that every client needs to be communicated with on a regular basis. While some business clients might not need much in the way of hand-holding, it’s good to interact with them regularly.

For those leads who have yet to buy or invest their money into the business, it’s good to look at ways in which you can nurture them and grow that relationship. Prioritizing certain leads is also worthwhile, especially if there are certain business relationships that require a little more perseverance and effort to capture their attention or needs.

Segment your clients for efficiency

Finally, a good way to help ensure your data is being used in the best way for business clients is to segment your business relationships. Identify what clients have similarities in common and which ones are completely different.

It’s good to segment your clients because it makes them easier to manage. As your business gets bigger, the ability to focus on each client individually becomes more difficult. That’s why it’s good to segment your clients so that you can split your attention amongst everyone in the most efficient manner.

Data is a great asset to have for your B2B sales, so look at how the data can be utilized for the benefit of your business relationships this year and every year moving forward.